Do you give too much info to potential clients on a first meeting?

By
Real Estate Agent with Century 21

Do you give too much info to potential clients on a first meeting?

Sometimes you get calls from potential clients and if they are a first time buyer, they will understandably have questions to ask you. If you set up a meeting to have a face to face appointment instead of via the phone, do you start printing out a few homes that fit their criteria without having an approval letter? Building trust with the clients is one step that will prove to them that you are the agent for them. 

Do you give a list of homes for them so that they can get a 'taste' of what is in the market for the area they're searching for without receiving an approval letter. I overheard a conversation from another agent who stated he recently got such a call. He ended up meeting with the clients and gave them a list of homes to bring home. He did not even have an approval letter from the so called clients. They met and parted ways to set up a second meeting to get the loan started.

He called the client a few times but was informed that they will call him once they get everything ready. It is reason like this why the expression of buyers are liars are prevalent in the industry. Many will want the agents to work for free and do all the leg work and in the end they select another 'friend' agent to help them through.

It is buyers like these that makes agents distrust buyers. For this matter, many choose not to work with buyers and go the route of listing homes. A wise choice indeed.

Comments (3)

Tim Lorenz
TIM LORENZ - Elite Home Sales Team - Mission Viejo, CA
949 874-2247

Selling is a conversation.  Most of the talking should be done by the client.

Nov 08, 2011 05:40 PM
Craig Cooper
Chase International Real Estate - Tahoe City, CA
Creating-Preserving-Growing Wealth in Real Estate

There is a special talent required to get the loyalty and commitment of a buyer who hasn't signed a buyer broker agreement. The buyer must be convinced that the agent is the best qualified to search and negotiate for that elusive property. I believe Tim is correct, in order to learn what that buyer really wants, you have to listen to their wants, needs and desires by probing them through conversation. 

Nov 08, 2011 06:04 PM
Ronald DiLalla
Century 21 Discovery DRE 01813824 - Anaheim, CA
No. Orange Cty Real Estate

I had a bad habit  of giving out too much information at the onset...and have really worked hard to do more listening and less talk.  thanks for sharing.

Nov 08, 2011 07:04 PM